When I stepped from the stage at the Government IT Sales Summit he wanted to talk about something many organizations struggle to overcome.

I get that content and social media can nurture,” the sales rep at a Washington, DC-based software developer said. “My company trains us to present our product and its features and functionality. What if the problem though is getting to that initial call or meeting? How can we nurture a relationship when one doesn’t exist?

Hmmm…good question and, candidly, not one I often consider. Strategic Communications Group’s (Strategic) client work typically focuses on lead generation for an inside sales group and/or account based marketing.

Can marketers help relationship-based sales professionals more quickly initiate a first discussion with a qualified prospect?

That’s the question I put to my friend Steve Richard, co-founder and managing partner at VorsightBP. Steve’s consultancy trains, coaches and mentors executives on the art of securing the introduction. Unlike most sales trainers who attack inefficiencies in the middle of the funnel, Steve preaches paying attention to the top.

Steve Richard, VorsightBP

That attention is producing big-time dividends for companies that want to accelerate revenue growth. Steve’s advice about what he calls persuasive prospecting is insightful and easily implemented.

During a 30 minute presentation, we will take on the issue of top of the funnel sales prospecting and then explore a proven set of best practices for companies that sell to business or government customers. We’ll even set aside a few minutes at the end for any questions or comments.